Strategic Sales Manager Localization C424 – Philadelphia, PA

 

Prospecting
The SSM will be responsible for all prospecting activities to generate qualified leads.  The SSM shall have sales tools, such as Salesforce.com and Data.com, as well as assigned leads and referrals for their use.  The SSM will be responsible for conducting a minimum of 400 customer facing activities per month.  Out of those 400 activities, the SSM will be responsible for conducting a minimum of 10 prescheduled, on-site/face to face customer meetings per month.

Pipeline Development
The SSM shall be responsible to maintain a consistent pipeline for enterprise level opportunities.  The SSM shall have 15-20 new prospect opportunities in his/her pipeline following the first 90 days of employment.  After that, he or she must maintain a pipeline containing minimum of 30-50 new prospect opportunities, with a minimum total projected annual revenue of $1,500,000.  Each month the SSM will be responsible for adding 15 new, qualified opportunities ($5,000 per monthly revenue minimum) into the pipeline.

Preparing and Delivering Proposals
The SSM shall be responsible to prepare and deliver webinars, user training, proposals and work with the Sales Solution Engineer for responses to RFP’s.

High-level Account Management
The SSM will be responsible for managing his/her accounts at a high level and to engage other departments as needed. The SSM will run point and be the main contact for the client. He / She will drive all client facing activity and act as the liaison between the client and company. The SSM will also be responsible for having a clear and concise annual Personal Business Plan, which includes a written Account Plan for each major account target which identifies the following: key account contacts, processes, pricing, communications, project delivery, conflict resolution and overall account summary.

Communicating Company’s Core Competency and Value Proposition
The SSM will be responsible for articulating the company’s unique value message to clients, prospects and peers.

Work With the Operations, Sales Support, Contract Administration and Client Services Teams
The SSM will be responsible for working with various teams within the organization to establish pricing, deliver completed projects, compile necessary information for proposals and responses to RFP’s, work through client issues and assist with client conflict resolution.

Primary Duties

Meet or exceed revenue targets
Meet or exceed new business targets
Manage personal travel and sales expense budget
Manage pipeline development: prospecting, identifying opportunities and qualifying business
Identify opportunities by effectively utilizing a needs analysis methodology
Prepare activity and pipeline reports and accurately forecast sales

Identify enterprise opportunities to generate in excess of $150K annually
Maintain an equal balance of small, medium and enterprise opportunities in pipeline
Identify and qualify prospective customers to drive sales activities
Prepare and submit proposals, Request for Information and Request for Proposal in conjunction with the sales and   operations teams
Conduct webinars and user training sessions
Meet sales activity standards as set forth in compensation plan
Maintain an updated database of prospects, client contacts and all appropriate activities, opportunities and contact history in Salesforce.com
Provide detailed reports as requested by management
Identify and attend trade shows, conferences and other venues most likely to result in new business
Manage growth and facilitate existing contracts by developing relationships with key decision makers, influencers and users
Maintain an updated competitive matrix
Coordinate with sales and operations teams on pricing in preparation of quotes and estimates

Required Qualifications / Skills

Must be a true hunter
Must be able to work remotely in a home office
Must have excellent time management skills
Must be able to effectively demonstrate value add solution selling methodology
Must be able to travel up to 50%
Must have 5+ years of experience selling into Fortune 1000 companies
Must have proven success in meeting aggressive sales quotas in a dynamic, competitive marketplace
Must have proven ability to build and maintain strong, effective relationships with customers and functional groups
Must be able to demonstrate the ability to accurately conduct sales planning and forecasting
Must have experience in managing a large, multi-state, dynamic pipeline
Must have PC literacy, including Windows, Outlook, Excel, Web and sales force automation tool, preferably Salesforce.com
Must have four-year college degree in business or marketing, or equivalent experience
Previous experience selling language solutions a plus
Telephonic interpretation industry experience required

For more information contact Jeanne jsharpe@anzuglobal.com

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